Commercial Manager

Company: Bravo Group

Location: Dar es Salaam, Tanzania

Role Purpose

The Commercial Manager will lead Bravo Group's commercial growth across three core business pillars:

1. Imports (Clearing & Forwarding)

2. Transport (Fleet & Logistics Services)

3. Terminals (ICDs & CFS)

This role is responsible for revenue growth, customer acquisition, key account management, pricing strategy, and long-term commercial partnerships. The Commercial Manager will convert Bravo's expanding infrastructure and capacity into profitable, sustainable business.

Business Context

Bravo Group is scaling rapidly:

• Expanding ICD capacity to over 100,000+ sqm with annual throughput potential of 70,000+ containers

• Operating and expanding a CFS currently handling 700,000+ MT per year, growing toward 1.5 million MT

• Growing imports and clearing volumes

• Operating a dedicated fleet of trucks

The Commercial Manager must turn this capacity into bankable, long-term customer contracts.

Key Responsibilities

1. Imports (Clearing & Forwarding)

• Develop and execute strategies to grow clearing and forwarding volumes in Dar es Salaam, Tunduma and inland locations

• Identify, win and retain high-quality import clients

• Convert ICD, warehouse and port connectivity into competitive commercial offerings

• Build strong relationships with shipping lines, importers, exporters and freight forwarders

• Work with operations to ensure service delivery matches commercial promises

2. Transport (Fleet & Logistics Sales)

• Secure high-quality, reliable transport clients

• Structure contracts that optimize:

  • Truck utilization

  • GP per truck per day

  • Turnaround time

• Manage key customer relationships and commercial performance

• Work with operations to resolve service or payment issues quickly

• Ensure clients are profitable, not just busy

3. Terminals (ICDs & CFS)

• Market and sell Bravo's ICD and CFS capacity to shipping lines, freight forwarders, exporters and importers

• Fill ICD yards with long-term customers, not short-term volume

• Maximize revenue per square meter

• Secure bulk cargo and container customers for the expanded CFS

• Negotiate storage, handling, and throughput agreements

4. Commercial Strategy & Pricing

• Develop pricing models that protect margins while remaining competitive

• Structure contracts that balance volume, cash flow and risk

• Work with finance and operations to align costs, pricing and profitability

• Regularly review customer profitability

5. Key Account & Relationship Management

• Own relationships with Bravo's top customers

• Build trust, retention and long-term partnerships

• Lead negotiations, renewals and upselling

• Represent Bravo Group professionally in the market

Key Deliverables

• Increased container volumes through ICDs

• Higher CFS throughput and revenue

• Improved truck utilization and GP per day

• Growing portfolio of profitable, long-term clients

• Strong commercial pipeline across all business lines

Required Experience & Skills

• 8+ years in logistics, shipping, transport, port operations or freight forwarding

• Strong understanding of:

  • Clearing & forwarding

  • Trucking and fleet economics

  • Container terminals or CFS operations

• Proven track record in sales, key account management or business development

• Strong negotiation and contract management skills

• Commercially sharp - understands margins, not just volumes

• Excellent relationship builder across local and international clients

Personal Attributes

• Strategic thinker with a strong execution mindset

• Confident negotiator

• Strong communicator

• Commercially aggressive but ethical

• Data-driven and financially aware

• Able to work cross-functionally with operations, finance and leadership

Why Join Bravo Group

• Control some of the largest new logistics capacity in Tanzania

• Direct influence on revenue and growth

• Opportunity to build one of the country's strongest logistics commercial platforms

• Work with serious infrastructure and real scale - not just sales promises